Published on May 17, 2021
I talk about SaaS sales rep onboarding a lot for one simple reason. It’s insanely important.
Research has found that effective onboarding can increase your win rate by 15% and quota achievement by 14%. Further, leading SaaS companies with A+ onboarding practices experience 39% higher employee engagement, which not only translates into much better performance but a dramatically lower turnover rate.
But there’s a problem.
One aspect of SaaS onboarding where many companies struggle is with speed. According to data involving 384 SaaS companies, ramp time takes an average of 4.5 months. However, that time is even longer for nearly 20% of companies, where it takes longer than seven months to get their salespeople completely dialed in.
So, while reps are still learning the ropes, they’re not hitting their full potential, and deals are likely being lost. Fortunately, there’s a tool that can help you accelerate new SaaS salesperson ramp time by 20-50%. Here it is.
Like nearly every aspect of sales, there’s software available that’s specifically geared toward SaaS salesperson onboarding. Simply put, “sales onboarding software is a tool that helps sales managers onboard team members smoothly, develop courses and programs to train sales reps, and build their product knowledge.”
By adding it to the mix, you can establish an extremely efficient process and structure that turns even the greenest salesperson into one that knows the ins and outs of your products and can confidently close deals.
For starters, these platforms offer real-time access to interactive, personalized learning content. You can, for example, create learning videos, product demo examples, and quizzes that new hires can access 24/7 from anywhere in the world.
Whether they’re working in-house from your office or remotely on the other side of the planet, salespeople can get up-to-speed quickly, soaking up information in a structured, uniform way.
Most platforms also offer guided selling systems that teach new salespeople how to close more deals faster, along with tips and tricks to maximize their potential. Saleshood is a sales onboarding software that includes sales playbooks, presentations, knowledge sharing, and win stories that show new reps firsthand how to thrive within your company and rapidly evolve their skills.
And just like learning hubs, guided selling systems can be fully customized and modified over time to evolve along with your salesforce.
Role-playing practices are another critical part of sales onboarding software and give new reps a framework for practicing their skills for calls, demos, and negotiations. This is huge for helping salespeople feel more comfortable and confident once they’re actually in the thick of things, and they should be ready for whatever is thrown at them. To quantify, reps that properly practice these skills increase their sales by more than 75%, says sales onboarding platform, Lessonly.
Finally, you’ll usually find some type of analytics built into this type of software. Sales enablement and readiness platform, Brainshark, for instance, allows you to gauge the effectiveness of your training program as reps enter the field. With their software, you can “visualize the impact of training programs by tracking course data alongside sales KPIs.”
This is super helpful because it offers objective insights on which specific elements of your onboarding program are working well and which need to be tweaked. So, over time, you can get it down to a science.
In an ideal world, you would give new SaaS reps initial training, and they’d be off to the races never needing a second of further instruction. But it just doesn’t work that way.
“Research shows that most new reps get overwhelmed with information in the first 30 days, and they can forget as much as 80% of sales boot camp training if they do not receive ongoing reinforcement.” That’s why it’s critical to provide ongoing reinforcement until a new salesperson is firmly rooted and firing on all cylinders.
Fortunately, most sales onboarding software offers continuous learning where salespeople receive consistent updates and assessments to ensure they retain the information and keep evolving. MindTickle is a good example and places a heavy emphasis on reinforced sales skills so the knowledge reps gain sticks.
Also, note that some platforms feature additional learning, such as micro courses and certifications that are designed to take salespeople from being good to great. So, when you have a new rep that quickly works their way up the ranks and shows a lot of promise, you can help them elevate their skill set even more through this type of training.
I’ve featured a handful of different sales onboarding software in this post, but for a full rundown, comparison, and information on pricing, I suggest reading this resource from G2.
There’s no denying how vital proper onboarding is to the success of new SaaS sales reps. Research has found that it significantly increases win rate, boosts quota achievement, creates higher employee engagement, and lowers turnover. The problem, however, is that many SaaS companies are inefficient at the process.
But this is something that can easily be remedied through sales onboarding software. In fact, brands that use it are able to accelerate new SaaS salesperson ramp time by 20-50% on average. That combined with ongoing reinforcement is incredibly potent and can help you get the absolute most from your sales team.
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